Thoughts on Selling YouTube Video Library

Stop scaling with headcount. Start scaling with intelligence. I recently had a mind-bending conversation with Amos Bar-Joseph on the latest episode of Thoughts on Selling. Amos calls himself an "anti-capitalist capitalist." After building and exiting two startups using the traditional "growth at all costs" model, he realized something broken: we were scaling bodies before we scaled value. With his new venture, Swann, he is flipping the script. The Big Shift: Instead of hiring more people to do more work, he is using AI to find the "100x version" of the people he already has. We discussed: 🚫 Why the "Unicorn Playbook" is dead: Raising huge rounds to hire armies of people is no longer the winning strategy. 🤖 The "Zone of Genius": How to use AI to automate everything except the creative work that actually drives revenue. 🧠 Adaptive Software: Why the future isn't about static CRMs, but software that "wears the shape" of your specific workflow and learns from you daily. If you are ti…

In this episode of Thoughts on Selling, I sit down with Amos Bar-Jospeh, a third-time entrepreneur connecting from Tel Aviv. Amos describes himself as an "anti-capitalist capitalist" -- someone who has rejected the old "growth at all costs" unicorn playbook in favor of a new model: the Autonomous Business. We dive deep into why the "raise a shit ton of money and hire 40 people before revenue" model is broken. Instead, Amos is building Swann, a company designed to scale with intelligence rather than headcount. We explore the concept of Human-AI collaboration (not replacement), why sales is a zero-sum game of attention and budget , and why the future of software isn't about "record and report," but about adaptive systems that wear the shape of your workflow. Key Findings & Takeaways: The "Unicorn Playbook" is Dead: The era of raising massive capital before finding product-market-fit is over. Amos advocates for scaling companies by discovering the "100x version" of each employee throu…

For this episode of Thoughts on Selling, Garth Fasano joins me to discuss the massive shift happening in inside sales. Garth Fasano is an ETA (Entrepreneurship Through Acquisition) entrepreneur and leader of a high-growth startup focused on autonomous sales. From sailing mishaps in Long Island Sound to the complexities of call center Erlang models, We discuss the evolution of the "inside sales" role and explore how "Agentic AI" is moving beyond simple decision trees to becoming the top-performing sales agent—one that is fully caffeinated and ready to sell 24/7. Key Findings & Takeaways: - The "Best Day" Every Day: The biggest advantage of Agentic AI isn't just automation; it's consistency. Customers want the best agent on their best day, not an agent who is 175 calls deep at 5:00 PM. - Small Business is Leading the Charge: Unlike enterprises bogged down by legacy CRM integrations, small businesses are adopting autonomous sales faster. They need to capture leads instantly (e.g., …

For this episode of Thoughts on Selling, Garth Fasano joins me to discuss the massive shift happening in inside sales. Garth Fasano is an ETA (Entrepreneurship Through Acquisition) entrepreneur and leader of a high-growth startup focused on autonomous sales. We move past the buzzwords to explore "Agentic AI"—technology that doesn't just answer phones, but replaces entire sales workflows. Garth explains why small businesses are beating enterprises to the punch on AI adoption , why consistency is the new currency in sales performance , and how we are moving toward a future of "bot-to-bot" commerce. If you like this teaser, catch the full episode on this channel!

What do selling gum in the 5th grade and playing defense in hockey have in common with enterprise sales? According to Nina Iannuzzi, everything. In this episode, I sit down with Nina, a sophomore at the Isenberg School of Management (UMass Amherst) and a top-5 finalist at the recent National Intercollegiate Sales Competition (NISC). We relive the chaos of "speed selling" in a gym filled with 1,000 suits, discuss how to handle a curveball question from a CFO, and laugh about the moment I rudely interrupted her final sales pitch with a fake phone call. Nina brings an infectious energy that proves the future of sales is in very good hands. Whether you are a student, a sales leader, or just someone who appreciates the hustle, you will love her take on why "sucking it up" is the only way to win. Key Highlights & Takeaways: The Slime Economy: Nina’s sales career didn’t start at UMass; it started in 5th grade selling slime and gum to classmates. Defense Wins Championships: As a hockey p…

It is December 2025. We are standing at the edge of the track. If you look at your key accounts from the outside, they look like high-performance race cars—sleek, fast, and powerful. If you climb over the pit wall and look under the hood, the reality is different. Smoke. Noise. The wheels are coming off. This isn’t a reflection of your sales team’s failure; it is a reflection of your customer’s reality. Inside every account, priorities are shifting, resources are being fought over, and new initiatives are colliding with old ones. Our customers are overwhelmed, confused, and frustrated. They don’t need more technology, more AI, more complexity. They need help. As we build the foundation for 2026, we must accept a fundamental shift in our philosophy: The purpose of selling is not selling. It’s buying. Our job is to facilitate the buying process, to organize the chaos for them, and to take the driver’s seat when they are afraid to touch the wheel. Here is the roadmap to building tha…

I sit down with Sean Gannon, founder of GTMPPL (GTM People), to answer the "unanswerable" question: Who is Sean Gannon?. We dive into a refreshing take on sales leadership—why the best managers strive to make themselves obsolete—and explore the often friction-filled relationship between sales and marketing. From the trenches of EdTech to the nuances of Sandler training, Sean shares candid stories about the transition from "spreadsheet inspection" to true coaching. We also discuss why "everyone sells" (even if they don't have a quota) and share a hilarious cautionary tale about what happens when a salesperson sticks to the script even after the customer has said "yes." Key Highlights & Takeaways: The "Obsolete" Manager: Sean argues that a manager’s ultimate goal is to make themselves invisible and obsolete; if the team can't function without you, you aren't doing your job. Everyone is in Sales: Whether you are an SDR, a CSM, or pitching a project to your boss, everyone in the organ…

I sit down with Sean Gannon, founder of GTMPPL (GTM People), to answer the "unanswerable" question: Who is Sean Gannon? We dive into a refreshing take on sales leadership—why the best managers strive to make themselves obsolete—and explore the often friction-filled relationship between sales and marketing. Listen to the full episode for the details!

Gerhard Gschwandtner is the founder of Selling Power Magazine and an enduring voice in the world of sales leadership, mindset, and authenticity. Gerhard’s story is extraordinary — from growing up in Austria and stumbling into his first sales role (inventing sales enablement decades before it had a name) to creating Selling Power Magazine, one of the most influential platforms in the history of professional selling. We talk about how curiosity, creativity, and courage shape every career — and how staying in the question, not rushing to the answer, is what keeps you growing. Gerhard shares how he’s helped shape the profession through interviews with legends like Mary Kay, Zig Ziglar, Wayne Dyer, Mark Benioff, and even a few time-travel guests like “Abraham Lincoln” and “Aristotle.” This isn’t just a history of sales — it’s a masterclass in mindset.

Gerhard Gschwandtner is the founder of Selling Power Magazine and an enduring voice in the world of sales leadership, mindset, and authenticity. Gerhard’s story is extraordinary — from growing up in Austria and stumbling into his first sales role (inventing sales enablement decades before it had a name) to creating Selling Power Magazine, one of the most influential platforms in the history of professional selling. We talk about how curiosity, creativity, and courage shape every career — and how staying in the question, not rushing to the answer, is what keeps you growing. Gerhard shares how he’s helped shape the profession through interviews with legends like Mary Kay, Zig Ziglar, Wayne Dyer, Mark Benioff, and even a few time-travel guests like “Abraham Lincoln” and “Aristotle.” This isn’t just a history of sales — it’s a masterclass in mindset.